Deal Architect & Pricing Strategist

campfire; San Francisco (CA); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Campfire is building modern accounting software for startups and mid-size tech companies. We need a pricing and commercial-strategy leader who can structure complex deals, own pricing and partner economics, and write scalable rules that govern discounts and approvals.

You will model margins, LTV, and ARR while partnering with sales, finance, and legal to move fast. You will develop value-based pricing, refine the price book, and ensure the next wave of AI-enabled products is priced to reflect

Qualifications

• Investor-trained with 2–4 years in investment banking, management consulting, private equity, strategic finance, or related finance functions.
• Experience at a high-growth technology company is a plus.
• Ability to think in returns, downside scenarios, and term sheets.
• Able to explain complex structures clearly to leadership or the board.
• Extreme ownership of revenue and deal outcomes.
• Fast and decisive with strong numerical discipline.
• Comfortable with ambiguity and writing the playbook.

Responsibilities

• Structure and approve non-standard deals: multi-year ramps, discounts, buyouts, swaps, and fees.
• Own pricing strategy: packaging and price book; move toward value-based pricing.
• Price what we ship next: unit economics for products and new AI features.
• Write rules: discount and approval policies to keep margins intact.
• Price partnerships: model channel and platform deal economics.
• Underwrite every deal: margins, payback, LTV, ARR impact.
• Build the machine: automate quoting, approvals, and deal analytics.
• Be the commercial brain: collaborate with sales on terms and negotiations.

Tools

Claude Code

Job description

Campfire is building modern accounting software for startups and mid-size tech companies. We need a pricing and commercial-strategy leader who can structure complex deals, own pricing and partner economics, and write scalable rules that govern discounts and approvals.

You will model margins, LTV, and ARR while partnering with sales, finance, and legal to move fast. You will develop value-based pricing, refine the price book, and ensure the next wave of AI-enabled products is priced to reflect